Tactics

Negotiation tactics are the specific techniques used to influence the direction and outcome of a discussion — from how you frame an opening offer to how you respond when the other side applies pressure. Understanding these moves gives you both the ability to deploy them thoughtfully and the awareness to recognise when they are being used against you.

This subtopic covers a wide range of negotiation tactics: anchoring with an opening position, using silence strategically, making conditional concessions, creating deadline pressure, and splitting issues to find creative trades. You will also find guidance on counter-tactics — how to neutralise pressure plays without escalating conflict — and on distinguishing between tactics that are legitimate and those that cross ethical lines.

The goal is not to turn negotiation into a game of manipulation, but to give you a fuller tactical repertoire so you can respond flexibly to whatever approach the other side takes. These articles help you become a more complete, adaptable negotiator.